"Contrary to what most underperformers claim, sales success is not situational. It's not about the market, the product, the company, or the competition. No, it's all about the seller - the individual." - from the Foreword.
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
Now he's boiled down everything he's learned and tested into one convenient audiobook, packed with useful material for everyone from raw rookies to tested veterans. He focuses on the building blocks that all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions.
He explores 19 essential traits and skills that nearly all great salespeople have, including:
Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier.
Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
©2016 Anthony Iannarino (P)2016 Gildan Media LLC
I always prefer audiobooks. I found it helpful to hear Anthony tell his stories and offer his advice and motivation.
Loved his sections on prospecting and having grit.
I've listened to some of his podcasts and have enjoyed them. This audiobook did not disappoint.
Chapter on having grit.
Solid read with a ton of actionable advice and motivation.
Great practical, inspirational, step by step reference guide. Suggested reading at the end of each chapter is perfect for drilling even deeper. This will become a handbook for me and my sales team.
Anthony has laid out the entire new landscape of sales as it stands today. one of my favorite parts of this book are the additional reading resources that he gives at the end of each chapter. His presentation could definitely be a little bit more exciting but the content couldn't be any better.
No nonsense practical guide to doing it right!
This book is for anyone that wants to increase there systems and how to be more effective.
Great advice. Hate to give this four stars but let me make it clear that this is for the audiobook. I'm not sure why it was read so slowly with a monotone dragging tone. Take the audio away and the material is valuable with great insight and timely up-to-date references. The physical book itself may earn 5 stars.
The easily manipulated.
This has a bad title. It should say Best Book Guides on Sales.
Full of practice, useful, easy to understand information that, even if you follow the authors blog, you have not heard this information laid out in a step by step by step plan for success. A very fresh take on the sales process.
Absolutely! I'm a salesperson, and I've consumed dozens, if not hundreds of sales courses and books. Anthony condenses in his book years of experience that I couldn't find elsewhere.
This is actually two audiobooks: The first is about the mindsets and the behaviors you’ll need to be successful at persuading and influencing; the second is about sales techniques.
The book starts with this premise: "Why do a few, highly successful salespeople consistently outperform their peers?" and he answers: Because the most successful salespeople have the right mindset and the right set of skills.
Of course, reading one book — or take courses, programs — on any topic will make no difference if you don’t apply what you have learnt. He ends each chapter with a series of actions for you to take. I'm positive that if you take the actions he suggests, you will have immediate results in your sales.
In my experience, we have are a lot of great sales titles available, but after listening and doing the suggested action steps, I became convinced that this is the only sales book you’ll ever need.
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